Posts Tagged ‘inside sales tip’
Lead Management Tip: Brand Awareness Doesn’t = Buying
Saw a link to a Harvard Business Review article this morning on Twitter (thanks @abneedles) that had something interesting to say about the “sales funnel.” “A global consumer electronics company embarked on a CDJ [Consumer Decision Journey] analysis after research revealed that although consumers were highly familiar with the brand, they tended to drop it…
Read MoreInside Sales Tip of the Day: “Interest is Often the Counterfeit of Need”
It’s one of the sales industry’s oldest maxims, and I told it to my lead gen reps last week: “Interest is often the counterfeit of need.” When a B2B purchaser buys it’s because they have recognized the importance and necessity—the need— of solving a particular problem, and doing it now. Interest can, of course, be…
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